Overcoming The Initial Smokescreen

Prospect:

"Sorry - I don't take cold calls."

Salesperson:

"Just as well because I don't make them.

I only call people I've warmed up through my own research...so I can tell you exactly why I'm calling.

If you still don't want to talk then of course that's your prerogative - but I never call anyone on a wing and a prayer..."

Prospect:

"OK.. well...I appreciate that, so tell me what's it about then?"

A simple reframe of their claim it's a standard cold call - to one you've pre-qualified due to your level of research & preparation.